Last week, I left yet another meeting in which the executive wanted to schedule a training class as a solution to a development problem. This short sightedness occurs so frequently that it really frustrates me, and I know I’m not alone. Training has been an important part of my business throughout the years, so I’m ... Read Post

Even legendary technology can use a little help to take its rightful place in history. I began my sales career at Xerox in a collaborative environment driven by a pervasive selling culture and a truly energized client focus. It was a great place to be and an even better place to start. And Xerox was ... Read Post

..and what you need to do about it! Do you know the most difficult time to close a deal, the toughest time to close a sale? Yes, you are right, when you need the sale to close. I don’t care if your best friend or you mother is your prospect, you can bet that if ... Read Post

Sales role-play can be an extremely valuable tool for helping reps internalize product knowledge and adopt new skills – when it’s done well. Too often however sales role-play is merely an awkward, high-pressured test of a rep’s ability to regurgitate back what they think is expected of them. Instructions are vague. Direction is unclear. Ultimately ... Read Post

Have You Heard the Secret? There’s a secret in sales that you need to know. A secret so straightforward, yet so potent and up till now surprisingly little understood. Chances are your competitors don’t know it. I’m talking about ‘Win Themes™. Don’t be embarrassed if you’ve never heard the term; only those ‘in the know’ ... Read Post

The elements–water, fire, earth and air–are reflected everywhere, for example in landscaping, architecture, martial arts and in many different philosophies. In my new blog series, we’re looking at how they are reflected in sales. Let’s continue with more about water. As discussed in the last blog in this series, it all begins with water. That ... Read Post

Believe it or not, the achievement of a sales quota is simpler than you may think. Just look to a sales genius and one of the greatest innovators of our time, none other than Steve Jobs, and practice one of the principles that made him great: “People think focus means saying yes to the thing ... Read Post

The "long dollar" is the most valuable prize coveted by sales; it's a dollar that keeps on giving to the sales person and to the organization. Read Post